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How to Be an Awesome Networker

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How to Be an Awesome Networker

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Networking is one of the best lead generation methods for a salesperson or business owner. But what you do and say when you get out there can have a very big impact on the leads you produce.

If there is a need for you to generate more leads or if you spend a lot of your time networking, join us for our next webinar “How to Be an Awesome Networker” where we will outline tips that you can immediately implement and expect to see a positive impact on your sales results.

In this training session, you will gain insights on:

– What to say and ask when networking
– How to work the room at an event
– How to build strong relationships
– How to manage the networking sales process
– How to establish a networking mindset

Networking is one of the best lead generation methods for a salesperson or business owner. But what you do and say when you get out there can have a very big impact on the leads you produce.

If there is a need for you to generate more leads or if you spend a lot of your time networking, join us for our next webinar “How to Be an Awesome Networker” where we will outline tips that you can immediately implement and expect to see a positive impact on your sales results.

In this training session, you will gain insights on:

– What to say and ask when networking
– How to work the room at an event
– How to build strong relationships
– How to manage the networking sales process
– How to establish a networking mindset

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How to Be an Awesome Networker

  1. 1. How to Be an Awesome Networker Michael Halper Founder and CEO SalesScripter
  2. 2. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  3. 3. Shift from a mindset of trying to pick fruit. To one that is more focused on planting seeds.
  4. 4. Look for Partners, Not Prospects
  5. 5. Rule of Reciprocity In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another.
  6. 6. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  7. 7. Set a Quota for Yourself • One event per day • One event per week • Two events per week • Two events per month • One event per month
  8. 8. Finding Events • Industry associations • Local news resources • Meetup.com • Alumni associations • Local universities • Charitable and volunteer organizations
  9. 9. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  10. 10. Person at event: “What do you do?” Salesperson: “I sell engineering software.” - or - Salesperson: “I work for EngineeringSoft.” - or - Salesperson: “ I am a software salesperson.”
  11. 11. Benefits Product Selling Pitch Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations It is what we are trained to do
  12. 12. Interest Consultative Selling PitchValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  13. 13. Building Your Email Messages
  14. 14. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  15. 15. Getting into Conversations • Get to the event when it starts • Warm up by walking up to people standing alone • Post up in high traffic areas (bar, coffee/refreshments area) • Breaking into existing conversations • Don’t judge a book by its cover
  16. 16. Breaking into Conversations Step 1 – Apology and explanation Hey guys, I am sorry to interrupt. I am just trying to meet most of the people here and just wanted to introduce myself to you all real quick.
  17. 17. Breaking into Conversations Step 3 – Introduction (To the contact closest to you) I am [your name]. (hand extended for handshake) [They respond with their name] Who are you with? (Ask this instead of inquiring about what they do as the answer can be very short) Great.
  18. 18. Breaking into Conversations Step 3 – Introduction (cont.) (To the second contact) Hi, I am [your name]. (hand extended for handshake) [They respond with their name] Who are you with? (Ask this instead of inquiring about what they do as the answer can be very short) Great.
  19. 19. Breaking into Conversations Step 5 – False Exit (Pause for them to inquiry about you and if they don’t say this) Well, it was nice to meet both of you. Again I apologize for the interruption. (a little body language that shows you leaning or turning away)
  20. 20. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  21. 21. Early Sales Process Stages Stage Goals Initial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule an appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule a presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  22. 22. Navigating Conversations • Make it all about the other person • Search for a way to help the other person • Have a quick and powerful pitch • Keep conversations to 5 minutes
  23. 23. Networking Questions • How is your day going so far? • What do you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • What brought you to this event? • Have you found this to be a productive event for you? • Are there any other networking events that you recommend? • How can I help you to be successful? • What does a good prospect look like for you?
  24. 24. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  25. 25. Post-Event Tasks • Invite to connect on LinkedIn • Add contact to your CRM • Send a follow-up email • Try to schedule one-on-one • Add contact to an appropriate email campaign
  26. 26. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  27. 27. Early Sales Process Stages Stage Goals Initial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule an appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule a presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  28. 28. Meeting One-on-One • Try to meet for coffee or at your contact’s office • Purpose is for you to learn about them and see how you can help them • Try to get the first half of the meeting on them • Try to find ways that you can help • Asking good questions
  29. 29. One-on-One Questions • Tell me more about what you do? • How long have you been doing this? • What did you do before? • What do you like most about what you do? • What does a good prospect look like for you? • How can I help you to be successful?
  30. 30. Mind Set Changes Getting Out There Building Your Pitch Working a Room Navigating Conversations Post-Event Tasks Meeting One-on-One Staying Top of Mind
  31. 31. Broadcast to Stay Top of Mind • Add contact to an email drip campaign • Produce helpful content (blog, ebooks, videos, etc.) • Post content on website • Send emails with contact to partners • Share content on social media and LinkedIn
  32. 32. SMART Sales System S M A R T ales essaging nd esponse actics
  33. 33. SMART Sales System Sales Methodology Software Platform Professional Services
  34. 34. SMART Sales System Sales Methodology Software Platform Professional Services
  35. 35. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  36. 36. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  37. 37. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  38. 38. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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